It Works if You Work

What a great time of year and what fantastic results we are seeing from those executing the end of year plan. For many, December will be a record breaking month; one entire branch following the plan is setting a sales record by closing 50% more units in December than they did in October! Who said you can’t do business after Thanksgiving? So why are some mortgage professionals setting sales records while others are convinced that there was no business to be had? The answer is simple, there is always business to be had and you just have to get out in front of it!

One of the best parts of this is that it isn’t coming from any one activity or effort, its coming from all areas. New closings from those who said they couldn’t close in time. Deals from those people who didn’t know they could even buy a home. Deals are closing for people who are trading up and trading down to get into their new homes for Christmas, others are buying because now is a great time to buy a home

From the “Black Friday Home Sale” to the countdown to year end; from working hard with open houses to getting in front of the preapprovals who haven’t bought yet. From working with builders to reduce completed inventory, to moving renters into home ownership and more, the final push of activity has resulted in significant loan opportunities to close in 2018, but more importantly, established and identified new relationships that will produce opportunities in 2019 and beyond!

Our efforts and activities don’t disappear at the end of any month or year. Our business is a constant flow of activities and opportunities, some of which are almost instant results; others are deals that will close well into the future. One of my people closed a deal this week that was a man he began working with in March of 2016. They both stuck to the plan and the deal, and that buyer’s life, got to a result created by actions over time!

There are going to be buyers and sellers engaged in the process this weekend! There will be open houses just days before Christmas for sellers that need to sell and there will be buyers looking that are trying to buy! Do you have a plan for this weekend and the days between Christmas and New Year’s? Unless you are going on vacation, working just a few hours each day could help you land some new opportunities that you would have never had a chance at if you hadn’t!

2019 is just a few more days away. What kind of momentum do you have going into January? Is your business plan complete, your preapproval file full, does your pipeline have deals ready to close on time or early; have you run through your new prospecting schedule and prepared your marketing calendar for 2018? If you have, you are ready to go!

Finish the year strong with solid momentum and energy! Have a safe and Merry Christmas! Share kindness with those you love and those in need! We will be back next week!

Published by

Mike White

Improve My Tomorrow Coaching is a company founded by Michael F. White to help mortgage professionals reach their true potential. Based on a belief that working the fundamental principles of the loan origination business combined with a solid system to leverage your day to day business into a self sustaining career! If you are looking to generate consistency in your business, you need to know and implement the fundamentals. Once you know what to do and when to do it, being a mortgage professional is fun, challenging, and profitable. Since the average loan originator in the country closes less than three loans a month, the average originator is unaware that closing seven, ten, twelve or more loans per month is often easier and less stressful than just two or three! If you are tired of the pain and punishment of not knowing where your next deal is coming from; if you spend more time being “busy” instead of “productive”; you need to look and see how we can help you get to a whole new level of business. Take some time to explore this website and read all the free information. If you find some things that cause you to rethink how you are currently doing your business, let us help you! It starts with YOU! There are two programs you can choose, a group program and private coaching. Please look at both before you make your choice.

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